APAC SALES LEADER

Sales Lead

Company: EXFO

Company description: EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisors to fixed and mobile network operators, hyperscalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on nearly 40 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks.

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Primary description: EXFO · APAC (Remote)

Description:

Job title: APAC SALES LEADER
Division/function: ASA
Business unit / department: ASA
Location (country, province/state/city): APAC

Your mission

You will be responsible for developing the sales growth and implementing key account sales plans for the region of responsibility, while integrating that strategy into the overall territory sales plan.

Your role

Sales Focus:

• Responsible for the development and growth of business in APAC.
• Prospect to identify and qualify new potential customers, including cold calling and development of leads through referral channels, to generate appointments and establish relationships.
• Manage the pipeline of opportunities from current and prospective customers to ensure that sales goals can be met. This includes qualifications of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.
• Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing.
• Maintain all sales resources and databases such that they are kept up to date and accurate.
• Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible. Adapt to and quickly learn new technologies and products.
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
• Manage technical aspects of lab evaluations to ensure laboratory product approval.
• Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements.
• Duties will also consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support. Taking full responsibility of the demo equipment and assigned company assets.

Customer Focus:

• Provide solution proposals and justification to suit customer needs.
• Maintain close supportive relationships with focus accounts to ensure smooth acceptance of products.
• Perform customer training when appropriate to ensure smooth acceptance of products.
• Provide customized test plans and job aids to ensure smooth acceptance of products.
• Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions.

Product Focus:

• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts.
• Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
• Provide competitive intelligence – feature set, road map, pricing.

Technical Requirements - Required Skills and Experience

• Proven experience of at least 10 years in selling technical solutions, preferably in telecommunications or IT.
• Previous experience with Service Assurance Solutions, test equipment, IP Monitoring solutions, as well as in Real-Time active topology is preferred.
• Knowledge of wireline & wireless technologies like also in analytics.
• Strong consultative selling skills, with the ability to understand complex customer needs and propose customized solutions.
• Experience with Service Assurance and IP Monitoring solutions, as well as in Real-Time active topology.

Competences

• Demonstrated ability to work independently and meet goals is required.
• Strong interpersonal and communication skills, both oral and written, are required.
• Personally motivated, aggressively goal-oriented focus required.

Academic and Professional Requirements

• Education: Degree holder in Telecommunications, Engineering (Electronics) or equivalent. Business degree a definite asset.
• Sales experience is an asset, preferably in a technical capacity.

Location: APAC

Skills:

To find out more, visit www.EXFO.com and follow us on our blog - EXFO Blog